Ten Steps To Selling The Customer

1. Car-Lot Introduction. The first few minute’s car salesmen and buyers meet, together; an introduction occurs. Car salesmen try to “hook” their buyers into a car-in stock with “aggressive” car-lot discounting and/or other benefits “temporarily-granted” to get buyer interested. These salesmen know most car shoppers are interested in looking not buying cars. The car salesmen’s main job is to convert a these “shoppers” into today-buyers, before they walk off the car-lot and into the hands of other car salesmen.
2. Pre-Qualifying & Befriending the Customer. Car salesmen pre-determine if their customers are potential today-buyers or just “lookers,” before putting them into cars for test-driving. In the meantime, car salesmen must develop a kind of relationship — be temporary-friends with customers, before “converting” them into today-buyers. This befriending of potential customers helps salesmen maintain better “control” over their customers when the “real deal” is reveled inside the selling/closing rooms.
3. Walking the Customer to a Selling-Room. After they qualify their customers, car salesmen must help them select one of the dealer’s cars, quickly. After the car is selected [by buyer or salesman, a quick.test drive occurs to get the customers “married to the cars selected. After the test drive, the salesman “walks” their customer to a special office — the selling-room. Once inside this special office, the salesman continues to “control” his customer with chatter about the customer’s excellent car deal, while at the same time he’s preparing the necessary paperwork.
4. Writing-up the Customer. Car salesmen must get their customers, on paper, before their closers will approach and take “control” of customers and impending deals — continue to sell these customers in-stock cars. Credit applications are filled-in, on each customer, before any sales manager or closer can determine they can be financed new or used cars! If customer’s credit-ratings are poor, closers may “switch” them to less expensive new or used cars.
5. Starting the 4-Step Worksheet. Next, car salesmen must fill-in additional paperwork on the customers — (1) trade-in data and offer, (2) dealer-car’s asking price, (3) down-payment requirements and (4) monthly-payment figures. All this information must be placed on a special “worksheet,” before sales managers can pre-determine their selling-plans for taking maximum profits from the buyers. Once these 4-step “worksheets” are filled in, the salesman’s boss — the closer enters the selling-room to take over both the paperwork and customers.
6. “Turning-over” the Customer. After processing the customer’s paperwork through once, the salesman must release customer to his closer — his immediate boss. The closer continues to process the “turned-over” customer’s paperwork with “shocking” news about what it ready takes to buy the dealer’s car, today!
7. Closer Continues the 4-Step Worksheet on the Customer. Closers continue “shocking” their customers, z paper, by “re-cycling” them through the four steps on the worksheet: Trade-in Price, Price of Car, Down-Payment, and Monthly-Payments. The closer “re-cycles” the customer, several times, until a tentative-deal is accepted “verbally” by the customer. Finally, the closer “shakes hands” their hands and asks them to initial the papers, in several places.